How To Create Coaching Packages (That Actually Sell!)
Feel like your offer could help everyone, but you’re actually selling to no one? Maybe you just need to learn how to create coaching programs that actually sell.
Welcome to The Client Creation Show with the Prestanki’s. I’m Kyle. This is Heather. For those of you who want to create more clients, to create more impact in the world, we help simplify sales and marketing so that you can do what you love and live your best life.
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If you’re stuck on creating coaching programs that actually sell, by end of this video, you’ll have a five-step, fool-proof formula for landing your ideal clients.
We’ve worked with 50 clients one on one and hundreds more in a group setting to create coaching programs that achieve crazy high close rates, using this five-step plan, and now, it’s your turn to do the same.
All right. Step one. Let’s get clear on who it is you want to serve.
Listen, I know that what you do can probably help a multitude of different people. However, if you want to create a scalable business that goes deeply into helping people, you need to choose a niche, and you need to focus in on who it is that you want to help. If you message to everyone, you’re essentially messaging to no one, because there will be nothing unique about what you’re saying. So let’s just say that you’re a health coach. Everyone wants to be more healthy in some way, right? Men and women alike whether they’re overweight or underweight, or they just want to get more energy or live longer. But if you just start talking about random health facts that everyone might want to know, you’re quickly going to be drowned out by the millions of other health coaches doing the exact same thing. Instead, choose who you want to serve. Maybe it’s middle-aged women who are struggling with hormonal changes and finding it hard to maintain their weight as a result. See how much more specific that is? Do you see how when somebody who hears that they would immediately connect in and say, “Wow. It’s like they’re speaking right to me”?
Step number two, conduct market research. I want you to stop being obsessed with your offer and start being obsessed with a problem that you want to solve. So many times we put together an offer and get so excited about it only to find out nobody wants to buy it or doesn’t see the value in it.
That can be really disheartening. But I’m going to be harsh here and let you know that it is completely your fault, if you create something that nobody wants, because you created something that you wanted to do instead of something that your potential clients wanted you to do. The best way to coach your people on what you know they need is to begin with what they think they need. If they already think they need to do something, then they won’t want to hear you telling them differently unless you can show them why it won’t work.
So get out there and start talking to your ideal clients. Get inside their head. Ask them what they’re struggling with. Ask them what they think they need to do. Ask them what creating that result would actually do for them. Be genuinely curious.
So comment below and let us know who you serve. You never know. Your ideal clients might even be watching. Notice your comment and then you can have a conversation about what they’re struggling with and what they think they need.
Step number three is to map out how you’ll get your clients from point A to point B.
I hear a lot of coaches say, “Well everyone is different. So what I do looks different for everyone.” Well, unless you have a lineup of clients who are dying to work with you, and you charge a really premium rate, this is not a viable long-term business model. And dare I say it, it is a complete cop-out, because you’re not willing to stand behind a process that you know is proven and tested.
When you have a single process that you bring clients through, you’re able to serve them much more strongly because you’re able to give them a way of working through their problem that is tried, tested and perfected over and over again.
You’ll go from throwing spaghetti against the wall and seeing what sticks, to being able to confidently see where a client is going wrong and being able to steer it quickly in the right direction.
You’ll also find that all of a sudden your clients are less demanding and much more enjoyable to work with, because you’re leading them instead of them leading you.
If you feel that your clients are more like a dozen different bosses, then you probably need to take a long hard look at whether not you have a clear system and process that you bring every client through in your business.
Step number four, figure out how you’ll measure your client’s progress. The number one reason why people don’t recommend coaches and consultants is because they aren’t confident that they got the result that they were looking for.
People are bombarded with information every day, and it could be difficult for them to attribute the results back to your work unless you give them a method, for measuring those results and leading them there.
If you’re a mindset coach, for example, maybe you periodically have them do an assessment that hasn’t recorded how confident they feel and how often they’re taking action on a scale from one to ten.
If you’re a business coach, you can measure your progress through specific KPIs or key performance indicators. Set targets around those KPIs, and also set up periodic meetings to look at the progress from the beginning of your work together straight through to the present.
And finally step number five is to create your messaging, because if you can’t communicate the benefits and how your client will transform, your potential client won’t be able to see the value in what you do, and you won’t be able to grab their attention.
Many times we get caught up in telling people about why our offer is so great and what sets us apart and makes us different. Yet, we forget to clearly identify the result that the client will actually see. So they don’t care about what makes you and your business so great, because they can’t connect the dots on how it will benefit them. Now you have a step-by-step blueprint for creating your high-ticket coaching offer. But how do we find people to actually sell it to? I’ve created a free training workshop on how to find clients and fill your calendar with sales appointments.
It takes about 90 minutes to complete, and you’ll definitely want to grab something to take notes. So click on the little i in the corner of the screen or the link in the description box below.
Also, if you want to join our community of entrepreneurs, just like you, we have a free community where we host helpful discussions around selling and marketing your business.
If you liked this video, please let us know by giving you a thumbs-up below. Subscribe and share it out with your fellow fanbase entrepreneurs. Comment below with, “Helpful,” if you found this video helpful, and until next week, client actors, keep your clients first and become obsessed with solving their problem. See you next time.